Director of Business Development

SUMMARY:

This management position requires direct and lateral leadership skills to drive profit ability through the actions of others and the professional development of team members. Primarily responsible for managing, coaching, counseling, and leading a group of Business Development Managers (BDMs) and Category Managers (CMs) in their daily functions and professional growth which includes:

Creating and executing plans to proactively drive profitability and motivate our sales teams to sell assigned products or services. Coordinate and partner with stakeholders, such as marketing, product management, vendor partners, sales, customers, and others, to support the sales plan. Acting as a technical or business subject matter expert and comprehensive resource for assigned products, services, or technologies. Support vendors in bringing their product(s) to market. Expectations may move between proactively driving sales and a sales enablement focus depending on the assigned lines and business needs.

The position also has direct Business Development or Category Manager responsibilities for one or more assigned vendor partners, director-level relationship management for direct reports' vendors, negotiating and maintaining vendor-funded BDM contracts, vendor agreement modifications or addenda, contributing to the new vendor selection processes, and ideation on overall organizational improvements.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Lead a team of BDMs or CMs in their primary duties, whose responsibilities include:
  • Develop and execute a growth plan for assigned lines within the confines of the company's overall objectives.
  • Work with Almo's reseller customers as a technical specialist at the project level, assisting in designing and specifying products into projects.
  • Assist Almo's sales team in closing sales for assigned lines, including potential joint sales calls and customer site visits.
  • Manage assigned vendor relationship(s) and work with vendor(s) to grow business within Exertis Almo customer base. Partner with vendor(s) to develop new programs, assist with marketing activities, and facilitate communications with Exertis Almo's sales team.
  • Identify potential new business opportunities and work with the manufacturer, Marketing, Sales, and other stakeholders to execute a growth plan.
  • Provide industry, market, and technical insight through written and verbal communications for internal and external publications.
  • Deliver value-creation activities by sharing expertise beyond assigned lines.
• Align manufacturer strategy with overall ProAV business strategy. Establish sales objectives and work with Sales to project expected revenue and profit for existing and new products. Develop field sales action plans to ensure ongoing growth and profitability.
• Work with the Marketing and Product Management Departments to coordinate effective marketing initiatives and inventory plans to help drive sales.
• Support manufacturers in bringing new products to market. Maintains sales volume, product mix, and selling price by keeping current with manufacturer information, Product Management, supply, demand, changing trends, economic indicators, and competitors.
• Maintain Business Development and Category Management staff by recruiting, selecting, orienting, and training employees.
• Maintain sales execution (performance and targets) by coaching, counseling, and guiding employees; planning, monitoring, and reviewing performance.
• Maintain professional and technical knowledge by attending industry and vendor events, and educational workshops; reviewing professional publications; establishing personal networks; and participating in professional societies.
• Ensure the Sales teams have technical product information, current literature, and product demonstrations to support product launches, promotions, etc.
• Conduct regularly scheduled periodic check-ins and informal BDM reviews with the management team of vendors assigned to their BDM group
• Negotiate and maintain BDM funding agreements.
• Cascade messaging from upper management in a manner that ensures cultural continuity.

MINIMUM QUALIFICATIONS:

• CTS or equivalent industry certifications relevant to the supervisory areas
• Bachelor's degree or equivalent work experience
• 10+ years of industry sales and/or vendor partner experience
• Proven ability to develop, train, and mentor others
• Ability to integrate the needs of other teams/functions with processes and goals
• Strong verbal and written communication skills
• Proficiency in Microsoft Office: Word, Excel and PowerPoint
• Proven track record of being customer-centric and maintaining strong customer relationships
• Ability to network within a customer organization to identify all key influencers and decision-makers
• Firm grasp on metrics, report building, and holding a team accountable for results
• Able to manage long and short sales cycles
• Ability to multi-task and exceed customer expectations and responsiveness
• Sound analysis and critical decision-making skills
• Approximate 25% travel

PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Specific vision abilities required by this job include close vision, color vision, and the ability to adjust focus.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand, walk, and reach with hands and arms.